Today’s work environment may test your ethical values.

Question:

I just graduated from college and am fortunate enough to have been hired to pursue my dream of working in marketing and sales for a professional sports team. I love my job for the most part, but there is one particular thing I am struggling with. I am constantly asked to exaggerate the timeline of things in order to make sales, or embellish the urgency of a particular deadline to pressure my clients into buying when they are still hesitant or not ready to commit.

I basically have two options: 1) Go along with these requests from my organization and excel in my sales. 2) Stick to my principles and explain to my clients that they we will not turn them away even if they need additional time to commit to the purchase.

By choosing option two, I fear I might fall behind the other sales executives and not perform at the optimum level. I’ve asked a few friends and they all seem to agree that in this economic climate, that I have to do what I must to have an edge over my competition. But, I feel as though my ethics will be compromised and that is a consequence of taking that route.

I want to excel, and I would appreciate any advice in how I may be able to tackle this situation without losing my integrity. Thanks in advance.

While I understand your struggle and how demanding today’s working environment is, particularly in sales, I want you to ask yourself a question: how would you feel if it were your relative or someone you love being pressured to make a decision they are not ready to make? Most likely, you would be concerned and upset that they were being coerced.

So what do you do? Do you plunge full force ahead, following these tactics as your guide, or do you carve your own path? And more importantly, why are these your only two options? Why not develop your own approach and lead your customers down a different, but as effective route?

For example, why don’t you take the opportunity to reverse your internal sentiment about the scenario by encouraging your customers to look ahead, and to focus on what they want long term or what this particular offer could give them indefinitely?

Not only might they appreciate the logic and sincerity of broaching the topic of an invested prosperity beyond your one sale, but they could respect and honor your opinion to the point that perhaps they will purchase more than they originally intended to because they feel better about the transaction.

If you help your customers focus on how doing business with you will open a reciprocal line of communication and benefit that’s designed to help them prepare for whatever may be in store for the next chapter, they will develop a sense of loyalty in you and as the next chapter unfolds, and it won’t weigh heavily on your conscience.

This is how you will establish trust and develop relationships. If you believe in your approach, so will they, rather than feeling pressured or misguided. Therefore, in the long run, being more prosperous can occur without having to lose sight of what you find morally sound.

I hope this helps and I truly wish you luck in all of your endeavors. Remember, this is not the end and there is not just one path. It is the beginning of something new and a shift in how you can approach the next chapter. In the end, if you follow the advice you give to your customers I think you’ll wind up in great shape yourself. Good luck!

Michael Finkelstein, M.D., has gained acclaim for his pioneering approach to integrative medicine, since beginning his private practice more than 20 years ago. Board-certified in both internal medicine and holistic medicine, a Fellow of the American College of Physicians and a graduate of the Associate Fellowship Program in Integrative Medicine at the University of Arizona School of Medicine, Dr. Finkelstein is a self-professed “Doctor of Common Sense.” He is a dedicated healer who views health and well-being as a wholly singular unit, one that must be taken seriously and considered with compassion, intention and commitment. Dr. Finkelstein’s concept of “skillful living” applies this holistic approach to overall well-being—the business of living must be developed, like a skill, with mindful, dedicated attention. To read more from Dr. Finkelstein, sign up for his bi-monthly Moon Letter here or for further information visit his website.

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